Winning new clients takes time, money and effort. Earning more work from the ones you already have? That's a smarter place to start. Here are 13 practical ways lawyers and accountants can deepen existing client relationships and earn more work in the process.
Read MoreYou've spent hours preparing a 45-minute talk. And then it's over. Most professionals walk away thinking "that went well" and leave it at that. My three-stage framework: (1) Preparation + (2) Presentation + (3) Amplification turns one talk into weeks of business development activity.
Read MoreAsking for work feels awkward. Here are seven tactics that shift the conversation from selling to helping - so you win clients without being pushy."
Read MoreWhy do so many law firm innovations flop? Because they’re built in a vacuum. In this guide, Michele DeStefano and Sue-Ella Prodonovich explore how lawyers can stop “dancing with themselves” and instead innovate with their clients—delivering value that’s co-created, not just well-intended.
Read MoreMeetings with prospective clients are a critical part of any lawyer’s business development efforts, but striking the right balance between under-preparation and over-preparation can be challenging. Sue-Ella's S.L.A.Y. framework—Share, Learn, Ask or Affirm, and 'Yes' —provides a clear, actionable method for preparing effectively.
Read MoreIf you’re one of this year’s crop of new Partners let me begin by saying congratulations. Partnership is a significant career milestone and one you should be celebrating. It also means you’re going to have to have a solid game plan for cementing your position and growing your practice into everything it should be.
Here’s my 10-point plan for doing just that …
Writing an effective business plan doesn’t have to be painful. Here’s how you can get more out of yours in 6 steps.
Read MoreIn demanding times like these your business development plans become even more important. Here’s how to tackle them plus 5 CPD sessions to show you even more.
Read MoreFirms want fee earners to be more than reliable technicians. They want professionals with commercial nous who can make good business development decisions based on intuition rather than just analysis. But not everyone knows instinctively what constitutes good BD. And what works for one firm may not work for another. So, how can you develop that instinct?
Read MoreIn this episode of The Boutique Lawyer Show, host Jerome Doraisamy welcomes back Prodonovich Advisory Principal, Sue-Ella Prodonovich (who also regularly serves as a judge for Lawyers Weekly awards programs), to discuss how business development can, and does, prove more difficult for women leaders in law.
Read MoreThe results are in, and most of us agree: in the context of professional services, BD is more difficult for women. But could the shift to online offer a ray of hope?
Read MoreWinning back clients can be easier than wooing new ones. Wondering how to do that? The key is understanding why they left in the first place.
Read MoreIf you’ve been on my mailing list or reading my articles on LinkedIn for more than 12 months, you’d probably know that at this time of year, I like to send out the same email entitled: “Sweet. Glorious. Nothing.” This year I thought I’d do something different …
Read MoreSilly season will soon be upon us, and if you’re an introvert like me, chances are you could be dreading it… That’s why I’ve come up with these tips to help you find it both rewarding and (dare I say) enjoyable.
Read MoreAs professionals we often think we need be the dominant player, setting the course and steering the ship. But the best ideas usually arise when we’re surrounded by ambiguity.
Read MoreMost law and accounting firms know newsletters showcase expertise and generate leads, but execution is difficult. Here's the 6-step framework: make the process quick (48-hour approvals), easy (question templates), shareable (integrate with blog/social), professionally packaged, cross-promoted, current, and high-quality.
Read MoreBeing ignored by someone who asked you to contact them is one of the most frustrating and, frankly, humiliating things we can face as professionals. So if you’re being ‘ghosted’, here’s what to do…
Read MoreThis is the very best Christmas gift you can give yourself, at least from a business development point of view….
Read MoreIf you’re one of this year’s bumper crop of new Partners here’s what you need to know about Business Development (BD).
Read MoreYou don’t have to abandon your BD efforts just because you’re slopping about the home in athleisure.
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